Key Account Mgr Sr

At Zebra, we are a community of innovators who come together to create new ways of working. United by curiosity and a culture of caring, we develop smart solutions that anticipate our customer’s and partner’s needs and solve their challenges. Being part of Zebra Nation means you are seen, heard, valued, and respected. Drawing from our unique perspectives, we collaborate to deliver on our purpose. Here you are part of a team pushing boundaries today to redefine the work of tomorrow for organizations, their employees, and those they serve.   You’ll have opportunities to learn and lead in a forward-thinking environment, defining your path to a fulfilling career while channeling your skills toward causes you care about—locally and globally. Come make an impact every day at Zebra.

1. Strategic Account Leadership & Planning Identify Strategic Account Strategy: Define and lead the long-term positioning and commercial path for key accounts. Define Business Outcomes: Uncover and align customer business needs, approval-seeking decision-making processes, key success criteria, and budget expectations. Map Dependencies & Risks: Proactively outline wider business dependencies, competitor landscapes, and routes to market (including partners and resellers).

Management: Dispose of duplicate technology modernization opportunities to maintain clean pipeline hygiene. 2. Customer Relationship & Discovery Facilitation Facilitate Communication: Serve as the central communication link internally within Zebra and externally with customer accounts. Manage Stakeholders: Identify customer personas and establish strong relationships with key stakeholders up to the C-level (such as VP of Store Operations, VP of Innovation, and VP of Merchandising). Set Executive Session Expectations: Set clear customer expectations for visioning and discovery sessions, managing input expectations and coordinating Zebra's deliverable outputs. Executive Briefing Management: Act as the primary coordinator for customer executive briefings—communicating schedules, inviting customers, organizing virtual links or dining reservations, keeping agendas on track, and facilitating introductions and recaps. 3. Commercial Strategy & Cross-Functional Collaboration Develop Commercial Strategies: Create pricing concessions and structure deals to maximize revenue and margin. Forecasting and Reporting: Run business forecasting, performance reporting, and generate demo requests. Liaise with Key Partners: Collaborate with application providers and determine if Channel Account Managers (CAMs) or partner ecosystems (such as Independent Software Vendors or System Integrators) should be integrated into strategic sales discussions. Mobilize the Impact Team: Coordinate with specialized roles to support the account's modernization goals: Sales Engineers (SE): To validate the Bill of Materials (BOM) and address technical questions. Customer Success Executives (CSE): To analyze historical performance data and find opportunities for service upsells. Deals Desk: To secure executive approvals and draft the Executive Briefing Approval Request (EBCR). 1. Strategic Account Leadership & Planning Identify Strategic Account Strategy: Define and lead the long-term positioning and commercial path for key accounts. Define Business Outcomes: Uncover and align customer business needs, approval-seeking decision-making processes, key success criteria, and budget expectations. Map Dependencies & Risks: Proactively outline wider business dependencies, competitor landscapes, and routes to market (including partners and resellers).

Management: Dispose of duplicate technology modernization opportunities to maintain clean pipeline hygiene. 2. Customer Relationship & Discovery Facilitation Facilitate Communication: Serve as the central communication link internally within Zebra and externally with customer accounts. Manage Stakeholders: Identify customer